Module 1: Perception in Communication

• We introduce the idea that each of us has a perceptual preference: seeing, hearing, or feeling and this perceptual preference influences our thoughts, decisions, and actions. 
• Build skills in listening for the words one uses, which often reflect the sensory modality being used at a moment in time. 

• Build skills in recognizing the primary sensory modality of someone else by noticing their eye movements, gestures, and postures and by listening to their voices. 
• Develop sensory awareness of the patterns of the other person(s) in any communication interaction. 

• Build skills to enable participants to state outcomes which are specific and sensory-based. 
• Introduce the concept of dovetailing (win-win) outcomes as an intrinsic step toward gaining agreement. 

• Acquaint participants with how people delete, distort and make generalizations about information and the consequences. 
• Increase understanding of communication by acknowledging that each of us is operating from our own unique map of reality. 

• How to interrupt your usual patterns of communication in order to try out new behaviors. 
• Practice seeing new patterns in your communication partner. 
• Bring to the conscious level useful information which may have previously been overlooked. 

• Build specific verbal and nonverbal skills so students can gain and, if necessary, regain rapport during an interaction. 
• Give students a conceptual understanding of what to do at the beginning of an interaction so that a high quality information exchange will result. 

• Review the information covered in the first six modules. 
• Build skills in recognizing, matching, and translating sensory expressions. 
• Build skills in recognizing and matching voice qualities to build rapport. 
• Experience the cumulative effect of using several different skills in communicating. 
• Acquire flexibility in behaviors during the communication process. 

• Learn to recognize low quality information during the communication process. 
• Acquire a series of super questions to uncover, recognize, and handle important information appropriately to further the purpose and process of the communication session. 

• Build a conceptual understanding of Stimulus-Response as a natural process of the brain. 
• Develop an understanding that our life experiences have set up patterns which can be changed by the Stimulus-Response mechanism. 
• Build sensory acuity in order to be able to recognize nonverbal patterns for acceptance, rejection, confusion, and understanding. 

• Build skills in moving from a state of low resourcefulness to a state of high resourcefulness. 
• Give students an understanding of the use of nonverbal associations when presenting information and build skills for incorporating them into verbal presentations. 
• Build skills in planning a presentation so that both verbal and nonverbal skills are used effectively. 
• Develop a new response to stressful situations so that stress becomes a stimulus for a State of Excellence. 

• Build skills in analyzing situations and constructing metaphors for indirect communication. 
• Build skills in using additional verbal techniques in presenting information. 

• Give students an understanding of negotiating and influencing based on concepts and principles developed from masters of these processes. 
• Build skills for utilizing these concepts and principles in specific business situations.